Message

Debunk the time-honored beliefs and strategies that organizations hold so dearly and expose the obscene costs of sales that they blindly operate under. Content is non-traditional, contrarian and designed to be a wake-up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy and the challenging economic climate of today’s marketplace.

Delivery

Fluff-free and content rich. Fast paced, extremely interactive (gets out and engages the audience for questions, answers, examples and role playing). The delivery style is authentic, self-deprecating, entertaining, real world with a problem-solution orientation.

Warning!!

Do not hire this sales expert if you want a warm and fuzzy feel good presentation that validates the status quo of your member’s businesses. Audience participants should be prepared to be respectfully challenged and to think outside the box.

Target Audience

CEO’s, business owners and VP’s of Sales of small to midsize companies.

Results

Provide strategies, answers, and thought-provoking discussion on the following universal sales challenges.

• How to meet the twin evil forces that all companies today are faced with; tough economic times and dragging their sales force into the 21st Century.

• Sub-par management accountability of salespeople and strategy execution, creating a culture of mediocrity.

• Why sales organizations have sales strategies that are designed to differentiate themselves and provide a competitive advantage and how it actually creates the exact opposite affect.

• Why the information economy has changed everything as to how companies recruit, develop salespeople, sell, “message,” position themselves, build trusting relationships and qualify opportunities.

• Sales management’s lack of a defined systematic sales process, resulting in poor pipeline management and unpredictable forecasting.

• Salespeople selling in a transactional manner instead of strategically, causing higher cost of sales, poor margins and bad deals.

• Long sales cycles  prompted by wasteful quoting, proposing and squandering of company resources.

Credentials and Expertise

• Author of the upcoming book; Selling Has Nothing To Do With Selling.

• Twenty eight years in the sales profession, 12 years in sales training and 8 years as a professional sales speaker.

• Has spoken in front of hundreds of associations, conferences, conventions and professional groups nationally and internationally.

• Published widely in national magazines, newspapers and trade publications.

Association Speaking Engagements & Conferences

• Health Industry Representatives Association
• Association of Independent Compressor Distributors
• Canadian Finance & Leasing Association
• American Council of Engineering Companies of Virginia
• The Foodservice Group Association
• Retail Solutions Suppliers Association
• Specialty Graphic Industry Association
• Pacific Printing Industry Association
• Commercial Vehicle Solutions Network
• Wisconsin Community Paper Association
• Chicago Association of Spring Manufacturers
• California Bottled Water Association
• Western Suppliers Association
• Industrial Supply Association
  
• Heavy Vehicle Professionals
  
• American Council of Frame and Alignment Specialists
  
• Service Specialists Association
  
• Association of Suppliers to the Paper Industry
  
• School and Office Products Network
  
• Equipment Leasing Association
  
• Marketing Research Association Chicago
  
• Automotive Specialty Products Alliance
  
• American Women’s Society of CPA’s
  
• National Speakers Association
  
• National Association of Remodelers Industry Fox Valley
  
• Heavy Duty Brake Manufacturers Council
  
• Association Printing Industries of Northern California
  
• Transportation Safety Equipment Institute
  
• American Edged Products Manufactures Association
  
• Specialty Graphics Imaging Association
  
• Original Equipment Suppliers Association
  
• Association for Automatic Identification and Mobility
  
• Heavy Duty Distributors Association
  
• Electronic Representatives Association
  
• Printing Industries of New England
  
• Truck Frame and Axle Repair Association
  
• Pacific Southwest Distributors Association
  
• International Truck Parts Association
  
• Promotional Products Association International
  
• Western Independent Bankers
  
• Overseas Automotive Council
  
• Parent Publications of America
  
• Filter Manufactures Association
  
• International Association of Exhibitors and Events
  
• Equipment Leasing Finance Association
  
• Heavy Duty Truck Parts Association
  
• Motor & Equipment Manufacturers Association
  
• International Association of Microsoft Certified Partners
  
• Pacific West Fasteners Association
  
• Promotional Products Association Chicago
  
• Automotive Aftermarket Suppliers Association
  
• Michigan Press Association
  
• Commercial Vehicle Solutions Network
  
• Suburban Newspapers of America
  
• Heavy Duty Manufacturers Association
  
• Chicago Institute of Packaging Professionals
• Association of Service Computer Dealers International
• Professional Records Information Services Management Association
• Envelope Manufacturers Association
• Casting Industry Suppliers Association
• American Boiler Manufacturers Association
• Conveyor Equipment Manufacturers Association
• Illinois Technology Association
• Chicago Software Association
• Manufacturers Agents National Association
• Marketing Research Association
• National Association of Computer Consultants Businesses
• Central Reprographic Association
• International Reprographic Association
• Printing Institute of Illinois
• National Electrical Manufacturers Association
• National Association of Personnel Service
• Spring Manufacturers Association
• National Kitchen and Bath Association
• Illinois Mortgage Bankers Association
• Exhibit Designers and Production Association
• Association of Suppliers to the Printing Industry
• Document Management Industries Association
• Illinois Recruiters Association
• Southern Newspapers Publishers Association
• Financial Security Products Association
• Northern California Exhibitors Designers and Production Association
• National Banking Network Association
• International Business Solutions Association
• Incentive Manufacturing and Representative Association
• Eastern Association Equipment Leasing
• Incentive Manufacturers Representatives Association
• Schools Home Office Products Association
• Midwest Exhibitors and Designers Production Association
• Southwest Exhibitors and Designers Production Association
• Independent Computer Consultants Association
• National Magazine Representatives Association
• International Craftsman Association
• International Glove Association
• United Association of Equipment Lessors
• Association for Information Imaging Management
• Southeast Exhibitors and Designers Production Association
• Chemical Equipment Sales Association of Chicago
• Measurement Control & Automation Association
• National Time Equipment Association
• Process Equipment Manufacturing Association
• Print Services & Distribution Association
• Association of Mailing, Shipping and Office Automation Specialists
• Association of Industrial Metalizers, Coaters and Laminators
• Hand Tool Institute
• Chicago Market Research Association
• National Concrete Masonry Association
• National Personnel Association
• Advertising Specialty Institute
• National Association of Hispanic Publications
• International Warehouse Logistics Association
• National Paper Trade Association
• Association of Water Technologies
• National Association for Surface Finishing
• Commercial Food Equipment Service Association
• Packaging Machinery Manufacturing Institute
• Specialty Equipment Market Association
• Illinois Healthcare Association
• National Fluid Power Association
• Exhibitor Appointed Contractor Association
• National Publisher Representatives Association
• Society of Classified Advertising Managers
• Aruba Hotel & Tourist Association
• Professional Society for Sales and Marketing Trainers
• North American Association of Telecommunication Dealers
• National Association of Executive Recruiters
• Alliance of Area Business Publications
• National Publishers Representative Association
• Sales & Marketing Executives International
• American Measuring Tool Manufacturers Association
• Inland Press Association
• Heating & Air Conditioning, Refrigeration Distributors International
• National Association of Hispanic Publishers Southwest
• East Central Document Management Industries Association
• Cast Metals Institute
• Northeast Print Services & Distribution Association
• National Association of Women in Construction
• Southern Newspapers Publishers Association Alabama
• Chicago Business Travel Association
• Lab Products Association
• Advertising Specialties Institute Las Vegas
• Southeast Print Services & Distribution Association
• Scientific Apparatus Makers Association
• Southern Newspapers Publishers Association Louisiana
• Institute of Food Technologists
• Northern California Document Management Industries Association
• American Foundry Society
• National Association of Professional Employer Organizations
• Southern California Document Management Industries Association
• Illinois Electronics Security Association
• Southern Newspapers Publishers Association Oklahoma
• Financial Security Products Association Northeast
• Association of Mailing, Shipping and Office Automation Specialists San Diego
• Mid-Central Document Management Industries Association
• International Reprographics Association Las Vegas
• Advertising Specialties Institute Midwest
• Mid-Central Print Services & Distribution Association
• East Central Print Services & Distribution Association
• Southern Newspapers Publishers Association Kentucky
• Los Angeles Fastener Association
• Warehousing Educational Research Council
• Southeast Document Management Industries Association
• Advertising Specialties Institute Dallas
• Association of Women in Technology
• Central Reprographics Association Minnesota
• Southwest Print Services & Distribution Association
• B to B Power Exchange Conference
• First Interview National Conference
• Biz Summits Conference
• Business Experts Conference
• Competitive Advantage Symposium
• Progressive Group Alliance
• Vistage International
• University of Illinois Small Business Symposium
• Terra Star Recruiters Conference
• Recruiters Network Conference
• Intermedia Software Symposium
• Renaissance Executive Forum
• TEC International
• Infowebcom Software Business Conference
• Folio Magazine Conference
• Business 21 Conference
• The Executives Forum
• Lorman Educational Conference
• University of Chicago GSB Sales Forum
• University of Chicago GSB Entrepreneurs Forum
• University of Chicago Executives Forum
• Sales and Software Conference
• Software Licensing, Alliances, Marketing Conference
• Waukesha Sales Conference
• Aurora University Sales Institute
• Progressive Business Conference
• Briefings Media Group Conference
• Business Software Marketing Conference
• Webcom Communications Software Show
• Kiplinger’s Magazine Conference
  
• Bright Talk Small Business Summit
  
• NPA Worldwide Recruiters Network
  
• Sales Training Camp Conference
  
• MBA Presidents Council
• Print Solutions Conference and Expo
• Johnstone Co-Op Trade Show
• Chicago Renaissance Executive Forum

As featured

Available 4th Quarter, 2008

The members really liked your presentation and got enough value out of it that we want to bring you back next year for possibly two sessions.

We thought it was an excellent presentation. Very engaging. We’d like to bring you back in the future for an owner’s conference. The presentation went especially well with the more sophisticated and successful members of our group.

Very Well received by our members. Much better than we imagined. Lots of talk and discussion at the next session about your presentation. Thanks.

During our 2007 sales track, Richard Farrell hit home runs for us consistently. He has done 12 meetings for us so far and we'll be using him again next year. He is a real crowd pleaser and his evaluations prove it.

You are a very dynamic speaker. I’ve seen you in Chicago and in San Diego and everyone I talked to really liked your presentation and style. You really know how to challenge our beliefs. We’d like you to come back to Chicago and address our group in February.

We can not thank you enough for joining us in Savannah and for playing such a key role in our program. Your comments on improving our sales process to obtain results drove home to our attendees many important principals. We have received the attendee program surveys and your presentation was one of the highest rated of the entire meeting. Thank you again for helping make this meeting such a success.